A local company has asked you to provide advice on what they should consider before establishing sales territories.Which of the following would NOT likely be included in your advice?
A)to better establish a salesperson's responsibilities
B)to aid in reaching the firm's objectives
C)to facilitate utilization of an undifferentiated selling approach
D)to afford company salespeople the opportunity to meet their personal needs and reach sales objectives for the company
E)to allow better matching of salesperson to customer's needs

Question

Quizplus · Accepted Answer

Establishing sales territories is meant to differentiate between different regions and customer bases, therefore facilitating an undifferentiated sales approach would defeat the purpose of creating sales territories. Options A, B, D, and E all address important reasons for establishing sales territories such as creating clear responsibilities for salespeople, aligning with company objectives, providing incentives for salespeople and matching salespeople with customer needs.

A Local Company Has Asked You to Provide Advice on What